What is your closing ratio? Your closing ratio (or close rate) measures your overall sales efficiency. It’s calculated by dividing the number of sales you’ve closed by the number of leads or opportunities in your pipeline (and multiplying that by 100 to generate a percent).
Let’s say you had 10 opportunities last month and you closed 3 deals. Your closing ratio for June would have been 30%.
What if you could easily and quickly double your close rate to 60%?
Do me a favor. Imagine you have a 20% close rate. You want to generate more revenue for your company and yourself, but there are too many options to choose from in too little time.
What’s an outside sales rep like yourself to do?
What if I told you that you could double (perhaps triple) your close rate by following 3 simple outside sales tips.
Would you be interested?
Of course you would!
You become even more interested when I tell you that we recently published a field sales report, and the majority of the 500 respondents said that they plan to implement these same 3 outside sales tips this year or in 2023.
We’re here to make your life easier. When done properly, the following outside sales tips will help you double your sales closing ratio in as little as three months.
1. Build More Awareness and Trust
Before you focus on improving sales efficiency to double your close rate, you should look to improve your sales productivity.
Why? Because the outside sales reps who are more productive are the ones who are spending more of their time on the activities that generate revenue than on the activities that don’t.
There are two quick ways to immediately improve sales productivity:
- Improve the customer experience — act as your customer’s trusted advisor by freely adding value to their business
- Discover close proximity leads — add more leads that are also in your customer’s local network to build more awareness
The customer experience has been a focal point for high-performing sales leaders since 2019. With this being said, the impact of improving sales productivity is two-fold.
By spending more time with your customers, personalizing engagement and exceeding their raised expectations, you’re not just going to close more deals but you’re also going to develop the trusted reputation that your C-suite has been looking for from your sales org.
With this trusted reputation, adding more leads to your Salesforce instance that are also in close proximity to your customers can generate high-quality referrals, high-volume awareness, and improved lead to speed.
When you couple these best practices with the following two tips that focus on sales enablement, you’ll be on the fast path to doubling or tripling your close rate.
2. Automate Lead Prioritization
Sales professionals have been using follow-up plans to help them close deals since the dawn of time. But with the overall increase in competition and communication, not just in the market but for your customer’s attention, you’re going to have to find a new way to ensure your engagement closes more deals than it loses.
While your competing outside sales reps use their intuition or some other archaic follow-up practice like Excel spreadsheets, you should be using sales artificial intelligence to automatically qualify and prioritize your leads based on their propensity to buy from you.
Did you read that last sentence three times?
You read that right, there’s now an easy way to prioritize your outreach based on intelligent sales algorithms.
Your customers are generating data on an hourly or daily basis. Now imagine having that data analyzed and scored without you having to move an inch.
How much more productive would you be if you trusted in a smart lead prioritization system that also doubled or tripled your daily outreach?
Do you think it’s a coincidence that outside sales reps who enable lead prioritization are more likely to double or triple their close rate than those reps that choose not to?
You’re right. It’s not a coincidence at all. The gains in sales efficiency will definitely gain the attention of your colleagues and the C-suite.
3. Act On Real-time Buyer Signals
By following the first two outside sales tips, you’re improving your status and shortening the sales cycle like never before. This last sales tip takes efficiency to the next level—sales acceleration.
Do me another favor. Picture the hottest lead you have in the pipeline right now. True, you could wait until that hot lead moves up your lead prioritization list to initiate that next call or mail. Or, you could be instantly notified when your hot lead is reading your email or reviewing your latest proposal.
Real-time buyer signals are actionable insights that completely eliminate the sales engagement guessing game.
Here’s a fact. Your leads and customers are two to three times more likely to answer your phone call or reply to your email if you reach out to them immediately following a buyer signal.
There is no coincidence here, either. All of us have preferred times of the day to check our inbox and review information that relates to decision making.
It’s at this point that you, your value-add, and your solution is top of mind. Therefore, there is no better time to start the next conversation to move your customer down the funnel with more efficiency and speed—doubling or tripling your close rate.
Automate, Streamline and Extend Salesforce to the Field
If you’re like most of our readers, you envision higher commission checks and higher customer satisfaction scores. And why shouldn’t you? You now know what it takes to double your closing ratio in 2022 and beyond.
But let’s not forget that these three outside sales tips are built on one solid foundation—Salesforce.
It’s much more than centralizing your customer’s data and activity in a customer relationship management software. You first have to extend it out to your outside sales team’s devices to truly enable their sales efficiency and productivity.
Sales software features such as geo-location lead finding, buyer signals and lead prioritization require integration with the world’s most popular CRM.
On top of that, the user experience needs to be sales-friendly, removing any barriers to adoption and eliminating any need to perform data entry or admin tasks.
There are dozens of mobile solutions that can help you double your closing ratio on Salesforce’s AppExchange, but none have the long-standing reputation for streamlining all three outside sales tips like Veloxy.
We’ll prove it to you, your sales leadership team, your C-suite—heck, we’ll even prove it to your IT team, too (we have before).
Choose 1 of the following options to execute your outside sales tips, and let’s take the first step together toward helping you double your closing ratio:
- 100 New Leads in 15 Days: start a free trial of our field sales mobile app and schedule a demo with Jeff Grice to learn how easy it is to discover new leads in close proximity to your customers.
- Double Your Close Rate in 3 Months: subscribe to Veloxy for 3 months (only $65 per month) and schedule a workshop with Jeff Grice to learn how easy it is to apply our 3 tips—and if you don’t double your close rate in 3 months, we’ll refund you $195.
What do you have to lose? Exactly, nothing! Accept your invitation to more revenue and a happier life as a field salesperson.
Start Using our Outside Sales Tips to Double Your Sales Ratio!
These are some of the most impactful outside sales tips we have to share with you. You can also find more here: field sales best practices.
Three months from now, you’ll be smiling from replacing guesswork and hope with confidence and guaranteed success.
If you’re more curious about our aforementioned 2022 field sales report, watch our field sales webinar here with special guests from Tropicana Group and DoubleEagle.